Many people have no idea of what good networking is. They think it’s a business card exchange or going to an event and counting down the minutes till they can leave. That’s not networking. That is just going through motions, and it has little to no long-term value. Networking is a lifelong commitment and it’s …
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That was the first line of a tweet I randomly happened across a few days ago. The tweet finished by declaring “those who have jobs and those who have jobs because of people who sell”. Whoa and OUCH! This was (to me) a condescending tweet and a slap in the face to everyone who does not self-identify …
Recently I was asked to write an essay for a book my colleague Scott MacGregor is publishing. The topic is who in my life I wanted to give a “Standing O,” to and there are many amazing people that came to mind and from whom I could choose. I wish I could write something meaningful …
I have established and framed my entire speaking career based on one very simple statement: “everyone’s in sales”. Three words that when embraced are the key to anyone wishing to get ahead and achieving your personal and professional goals. Three words that have such a significant impact that it tends to confuse, aggravate and mystify …
Recently I shared my thoughts on the need to “smash the stereotype of sales” once and for all. Interesting It was one of my lowest read articles, which tells me that people just don’t want to be a salesperson! Sorry, that ship has sailed! What is sales anyway? It’s something that is intertwined in every conversation and …
I love to people watch. I enjoy trying to “figure someone out” by watching how they interact and engage people. One thing I attempt to assess and measure is if you are you indeed someone people feel comfortable approaching and speaking with? Do you hold yourself in that way that people sense and feel that you …
A few weeks back I was delivering a keynote and one person in the audience went to great lengths to refute a key point I was making. That’s fine – one doesn’t have to agree with my viewpoint that “we are all in sales.” The challenge was that no matter how calmly and rationally I responded …
Has the ability to help people imagine the future and visualize great things died? When I was at Xerox, we learned to sell by using the Xerox system which is world renowned. At the center of that methodology is S.P.I.N ® which stands for Situation, Problem, Implication and Needs Pay Off ( my old Xerox training manager …
We have choices. I am not the first person to offer that sage advice and certainly I will not be the last. I have just returned from a week of delivering keynotes for the Women’s Business Enterprise National Council or WBENC. This was my second time keynoting for them and everytime I visit with this …
“Every conversation is a selling moment”. This has been my signature message and a mighty cornerstone of my keynote and workshops on sales culture. At times, it is met with some skepticism, a smirk, eye roll or a raised eyebrow because people resist the notion that they are “in sales” and that’s what energizes me. To …